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Economists, sales professionals, and buyers all agree that the economic recovery will be protracted.

As a result, effective sales professionals are revisiting their account strategy plans to focus efforts where they will yield the best results.

In the brief, Revisiting Account Strategies for a Changed Economy, we share the three key steps for revisiting the account planning process within the context of a changed global economy.

We outline how to:

 

  • Select the right customers with a review of the “hard” and “soft” factors
  • Learn the customer’s new strategy to refine your value proposition
  • Track and adjust the changed stakeholder structure so that your message reaches the right people

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